Umm.. you are missing a huge part of the psychology behind incremental buy-in. Think about it a bit. If someone let you test drive a Ferrari for a year would y

Umm.. you are missing a huge part of the psychology behind incremental buy-in. Think about it a bit. If someone let you test drive a Ferrari for a year would you ever be inclined to buy it? Why right. But if you had 20 friends tell you something is amazing and you should buy it and you will be amazed, chances are you will be intrigued and much more likely to put your money down. SaaS/cloud products are much harder to sell IMO than downloadable software too. We used to use the analogy that if someone is downloading your software we are getting an invitation into someone's front door to sell them on the product's virtues. With SaaS, the sales scenario is kin to trying to sell via product display in a crowded mall. Sensory overload with too many different options to distract someone's attention.